MGMT452 "What you would do" paper
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Ch5-PowerandInfluence-BB.pptInfluence: Power & Negotiation
Chapter 5
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Purpose of Influence
Gain or increase power
Play organizational politics
Network
Negotiate
Get what you want
Get what your followers need
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Influence Tactics
Rational Persuasion - Use of logical arguments or facts.
Inspirational Appeals-Appeal to target’s values & ideals.
Consultation-Asking target to participate in planning or decision making.
Ingratiation-Getting agreement by putting target in good mood or getting him/her to like the influencer.
Exchange - Promising benefits to target if he/she complies with request.
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Influence Tactics (cont’d)
Personal Appeal – Activating feelings of loyalty or friendship before making a request.
Coalition-Building - Seeking assistance of others in a coalition, or telling them about the support you already enjoy from others.
Legitimating - Calling attention to one’s formal authority to make a request, or verifying the request is consistent with prevailing organizational policies and practices.
Pressure - Seeking compliance by making demands or threats, or intimidating the target.
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Position
Personal
Derived from
top management
Derived from the
followers based
on leader’s behavior
Sources of Power
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Legitimate power
Is based on the user’s position power, given by the organization
Employees agree to comply with management authority in return for benefits of membership
Most day-to-day manager–employee interactions are based on legitimate power
Types of Position Power
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Types of Position Power
Reward power
Is based on the user’s ability to influence others with something of value to them
Impacts performance expectations and achievement
A leader’s power is strong or weak based on his or her ability to reward and punish
Primary influence tactic: Exchange
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Coercive power
Involves punishment and withholding of rewards to influence employee compliance
Used to maintain discipline and enforce rules
Without it, employees may ignore the leader
Overuse undermines the leader’s authority and creates hostile opposition
Has generally been declining as an influence technique
Primary influence tactic: Pressure
Types of Position Power
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Referent power
Is based on the personal relationships with followers and how they view the leader
Stem primarily from friendship, or the employee’s attractiveness to the person using power
Being liked or the desire to be liked gives referent power
Primary influence tactic(s): Personal and Inspirational appeal
Types of Personal Power (cont.)
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Expert power
Is based on the user’s skill and knowledge
Could make others dependent on the person with the power
Can lead to promotion into management
Primary influence tactic: Rational persuasion
Types of Personal Power (cont.)
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